Step 1. Bid on fewer tenders
The biggest lever is selection. Decide bid/no-bid early using clear questions: does the scope match, do you meet every selection criterion, can you compete on the award criteria, and is there time? A focused pipeline beats a scattergun approach.
Step 2. Read every document, not just the notice
Download the full specification, draft contract and forms. Build a checklist of every required document, signature and format. Many bids are rejected for missing items, not for price.
Step 3. Confirm eligibility
Prepare the European Single Procurement Document (ESPD), the standard self-declaration used in EU procurement. Check exclusion grounds, financial standing and references. If you fall short, team up: a consortium or relying on a subcontractor's capacity is allowed, as long as it's documented.
Step 4. Ask clarification questions
Buyers must answer questions sent before the clarification deadline, and the answers are shared with all bidders. Ask when something is ambiguous — it protects you and sometimes improves the tender for everyone.
Step 5. Write to the scoring criteria
Evaluators score against the published award criteria. Structure your technical offer with the same headings and order, answer each criterion explicitly, and back claims with evidence: named staff, methods, timelines, past results.
Step 6. Price deliberately
Work out how price is converted into points. Price too high and you lose the price score; price abnormally low and the buyer may ask you to justify it. Cost the full contract, including reporting, travel and risk.
Step 7. Submit early and compliantly
Submit on the specified platform, in an accepted language, with the required electronic signatures. Aim to upload a day early — platforms slow down near deadlines, and late bids are not accepted.
Step 8. Learn from every result
Whether you win or lose, you are entitled to information on the outcome. Request feedback and compare your scores with the winner's. That feedback makes the next bid stronger.
The short version
- Choose tenders you can realistically win.
- Make the bid 100% compliant.
- Answer the scoring criteria point by point.
- Price with the scoring formula in mind.
- Submit early, then ask for feedback.